Steve Brown

Bio

Steven P. Brown is Bauer Professor of Marketing. Professor Brown has previously served on the marketing faculties of Southern Methodist University and the University of Georgia. He has also taught at the University of Texas at Austin, where he received his Ph.D. in marketing in 1990.

Professor Brown's research interests focus on identifying ways of building and sustaining competitive advantage through effective sales and service organizations. His research has investigated how organizational climate and managerial leadership motivate and facilitate the efforts of front-line sales and service personnel, and how these, in turn, impact customer satisfaction and organizational performance. Other research interests include customer-perceived service quality and satisfaction, buyer-seller relationships, consumer information processing and decision making, and methods of meta-analysis. His research has been published in leading marketing and psychology journals, such as the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Psychological Bulletin, Journal of Applied Psychology, and Journal of the Academy of Marketing Science, among others.

He has been recognized by the Journal of Marketing Education as one of the most productive scholars in the field of marketing during the 1990s. He is a past winner of the Jagdish N. Sheth Award for the best article in the Journal of the Academy of Marketing Science and has won many other research accolades from the institutions he has served. He serves on the editorial review boards of the Journal of the Academy of Marketing Science and Journal of Personal Selling and Sales Management, and is a member of the Advisory Board of the Social Science Research Network's Managerial Marketing journal. He completed a term as Area Editor for the Journal of Marketing in 2014 and serves on the Editorial Review Boards of the Journal of Retailing, Journal of Service Research and the Journal of the Academy of Marketing Science.

Research Interests

Sales force motivation and performance

Service quality

The relationship between employee job attitudes and performance and customer
satisfaction

Prediction/explanation of sales/service performance and work atttitudes

"The Effect of Goal Conflict on Performance," co-authored with Robert A. Peterson, Journal of Applied Psychology, (2004), 90 (February), 175-181.

"The Attenuating Effect of Role Overload on Relationships Linking Self-Efficacy and Goal Level to Work Performance," Co-authored with Eli Jones and Thomas W. Leigh, Journal of Applied Psychology, forthcoming.

"Good Cope, Bad Cope: Adaptive and Maladaptive Coping Following Loss of a Major Sale," Co-authored with Robert A. Westbrook and Goutam Challagalla, Journal of Applied Psychology, forthcoming.